Dir, Enterprise Sales II

About GitHub GitHub is the world’s leading platform for agentic software development — powered by Copilot to build, scale, and deliver secure software. Over 180 million developers, including more than 90% of the Fortune 100 companies, use GitHub to collaborate, and more than 77,000 organisations have adopted GitHub Copilot.

Locations In this role you can work from Remote, United States

Overview GitHub is enabling the world to build best in class software through our AI-powered Developer Platform. We’re the leader in Agentic DevOps partnering with business leaders and developers to achieve more, faster. We're looking for a Director of Sales to own the Manufacturing Vertical for Enterprise customers, be a leader of the Regulated Industries Sales Organization, and own a book of business inclusive of Manufacturing and Healthcare customers.

This leader will have the opportunity to lead a highly successful Enterprise sales organization focused in one of the most strategic verticals, Manufacturing and Mobility (MANU). They will lead their sellers to empower new and current Manufacturing and Healthcare customers to reach optimal business outcomes and achieve critical financial milestones for GitHub. They will forge strong relationships with critical leadership, both within and outside of GitHub. They will be responsible for providing critical perspective to our product/engineering teams regarding verticalized solutions and promoting the needs of the MANU region. We are looking for a leader with deep expertise in how traditional enterprises build and deliver software.

Candidates for this role should have a proven record of success running strategic, competitive sales cycles with Manufacturing and Mobility customers. Candidates should be able to inspire teams to drive for results and think creatively about solving problems. Our world is in constant flux. Being an adaptable and agile thought leader in an everchanging landscape is a must. Leading both direct and indirect reports is key to success in this role. Candidates should also have impeccable character, high standards, with high cultural sensitivity.

Responsibilities

• Develop specific/actionable team initiatives to drive objectives of the Manufacturing/Healthcare/Regulated Industries leadership team/Global Revenue Organization
• Build and maintain strong relationships with customers, Hubber, and Microsoft executives
• Quantitatively and qualitatively perform territory management exercises to drive operational and seller efficiencies
• Apply and manage a highly disciplined approach to managing the sales process (e.g. call planning, meeting notes, etc.) to ensure that opportunities are maximized
• Drive forecasting rigor through strong customer/deal discovery to meet and exceed quarterly revenue targets consistently
• Coach, mentor and train team members (individual sellers) to improve sales rep productivity through deep understanding of GitHub’s solutions and value drivers to our customers
• Collaborate with the wider Hubber community to drive demand within their region and resources for their sellers to consistently execute (think sales processes improvements, marketing campaigns, etc.)
• Strong desire to accomplish goals as a team vs individually; understands strategic delegation and empowering team members
• Develop and coach a high-performing team (individual sellers) by hiring diverse talent and prioritizing development and talent management
• Consistent focus on personal network development
• Strong technical curiosity, particularly in AI and the Agentic market
• Adapt quickly and make effective decisions in a fast-paced, constantly evolving environment

Qualifications Required Qualifications:

• 9+ years experience in technology-related sales, technical selling, or a related field

• OR Bachelor's Degree in Business, Technology, Liberal Arts, or related field AND 7+ years experience in technology-related sales, technical selling, or a related field
• OR Master's Degree in Business Administration AND 5+ years experience in technology-related sales, technical selling, or a related field
• OR equivalent experience

• 5+ years selling SaaS and/or consumption based enterprise platforms
• Ability to travel up to 30% to serve business or client needs
• Experience selling into the Enterprise Manufacturing / Healthcare space for a hyper-growth technology company or equivalent experience

Preferred Qualifications:

• 5+ years experience Selling into the Enterprise Manufacturing / Healthcare space, for a hyper-growth technology company
• 3+ years experience managing high-performing sellers with diverse levels of experience in deal-closing roles.
• Proven track record of consistently exceeding team revenue targets and forecasts, particularly around consumption
• Strong familiarity with Platform sales cycles, security sales cycles, transformational customer engagements, and driving high consumption product growth
• Strong technical aptitude and the ability to become deeply fluent in GitHub’s AI Platform and industry
• Ability to demonstrate cross-functional collaboration inside and outside of GitHub, with a deep understanding of the Microsoft ecosystem

Compensation Range The base salary range for this job is USD $253,380.00 - USD $253,380.00 /Yr.

In addition, this role also has the opportunity to earn sales incentives. On target earnings (OTE) is based on a 60/40 base salary/sales incentive.

These pay ranges are intended to cover roles based across the United States. An individual's base pay depends on various factors including geographical location and review of experience, knowledge, skills, abilities of the applicant. At GitHub certain roles are eligible for benefits and additional rewards, including annual bonus and stock. These rewards are allocated based on individual impact in role. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee's role.

GitHub values

• Customer-obsessed
• Ship to learn
• Growth mindset
• Own the outcome
• Better together
• Diverse and inclusive

Manager fundamentals

• Model
• Coach
• Care

Leadership principles

• Create clarity
• Generate energy
• Deliver success

Who We Are GitHub is the world’s leading AI-powered developer platform with 150 million developers and counting. We’re also home to the biggest open-source community on earth (and 99% of the world’s software has open-source code in its DNA). Many of the apps and programs you use every day are built on GitHub.

Our teams are dreamers, doers, and pioneers, leading the way in AI, driving humanitarian efforts around the globe, and even sending open source to Mars (and beyond!). At GitHub, our goal is to create the space you need to do your best work. We’re remote-first and offer competitive pay, generous learning and growth opportunities, and excellent benefits to support you, wherever you are—because we know that people flourish when they can work on their own terms.

Join us, and let’s change the world, together.

EEO Statement GitHub is made up of people from a wide variety of backgrounds and lifestyles. We embrace diversity and invite applications from people of all walks of life. We don't discriminate against employees or applicants based on gender identity or expression, sexual orientation, race, religion, age, national origin, citizenship, disability, pregnancy status, veteran status, or any other differences. Also, if you have a disability, please let us know if there's any way we can make the interview process better for you; we're happy to accommodate!